Podcast episode
The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
30 Minutes to President's Club3 Oct 202436 min
Description
TOP ACTIONABLE SALES TAKEAWAYS: Layer your discovery tree: After a prospect speaks, pull up your discovery tree and ask, "Where are we now?" Identify if they mentioned a situation, problem, or impact, and discuss where to guide them next, actively engaging your team. Keep it punchy and efficient: Drive the screen share, skip small talk, and use the transcript instead of video to review sessions faster, aiming for under 30 minutes. Prep before discovery calls: Reps should know the expected problem and who they’re meeting. Also, plan who they should meet with next after the call. Three key questions: Focus on what the prospect said, what to ask next, and evaluate the rep's performance. Keep the discussion centered on these points. ARMAND'S PATH TO PRESIDENTS CLUB: Founder @ 30MPC VP of Sales @ Pave Director of Sales @ Carta RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
your thing actually solves for. If I can add two things on this. The first is there are two types of information I will look from my team when they're going into a tape. The first is tell me a little bit about the persona of the company or the company archetype or the stage or the type of “deal. That's going to tell me the types of problems I think this company will have. But then the second” thing that I forgot to mention is tell me about the person that we're meeting with and then the other people on the account. So if the company persona is telling me about the problems that I want to solve, the people on the account tells me the process that I want to follow. In other words,
other people on the account. So if the company persona is telling me about the problems that I want to solve, the people on the account tells me the process that I want to follow. In other words, what am I going to ask for at the end of this meeting? So oftentimes what we'll do is we'll “pull up the company LinkedIn and we'll be like, we're meeting with this director of compensation.” At the end of this call, I want to see, is Claire going to ask for Jane, the chief people officer? And so we can usually call that up front. And now every time these reps go into their own sales calls, they're thinking of how they can do this in their own deals. So we start this thing. You are driving the screen share because you want it to be a quick, efficient, effective meeting.
We actually put together an entire resource hub with Pipedrive to help you get to President's Club, and you can get them for free in the 30 MPC Pipedrive closures hub. The link is in the show notes. Number three, the tail of the tape. Never just blindly walk into a discovery call. Have your reps look for two things. “Number one, what is the problem that we expect this company or this prospect to have?” And then number two, who are we meeting with today and who do we want to meet with after this call? And then lastly, number four, Nick touched on it, but I'm going to hammer it home. Three types of questions you can ask. What did the prospect say that was important? What is the question we can ask this prospect after that riff?